Growthbound: DiscoverOrg's Rebrand Story
Reading Time: 4 minutesGrowth. By definition, it means increasing – in size, in maturity, in experience. It means that not only are you better than you were yesterday, you’re taking the future head-on....
Swag for Days: 13 Don’t-Miss Dreamforce Events 2018
Meet Salesforce’s own inside sales team, and see how they use … Salesforce. Hey, they single-handedly created the Burning Man of sales events, so it’s fair to say they’ve seen results. DO NOT miss this Dreamforce session!
10 Must-Have Business Development Strategies for Staffing & Recruitment
Try this: "Hey, I understand you've got an open-rec for a VP of marketing. We have a large pool of people that we can pull from, including several who are Marketo-certified and have experience with Highspot. Can we set up a time to talk?"
[VIDEO] Whiteboard Wednesday: Increase Retention in Sales - with Data (Steve Waters)
I think if you're asking for more from your sales team, you also have to give them the tools to achieve it without killing themselves - or your retention problem is going to go from bad to worse.
[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)
If I think about social awareness, one of the disciplines there is the idea of transparency in sales. By transparency, I mean that as a seller you gain terrific credibility by just being just straight up and throwing your cards on the table. It’s a key advantage. Your time is valuable too, and it's fair play to ask the prospect: "Hey, what budget has been set aside for this?"
9 B2B Sales Closing Techniques You Can Use Today
Don’t jump to discounts right away - then it becomes a price-based purchase, not value-based. We need to revert to value-based appeal. If you lead with price, you become a price-based purchase. So any discounts should be last.
[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)
Couple your voicemail with other touches. Send an email. Do social touches. Send more voicemails. Send a handwritten note. Within the voicemail itself, reference something else that you've done. For example, "Hey Susie, I sent you over a LinkedIn connection the other day, hope to have a live conversation. This is Jake with DiscoverOrg."
2018 B2B Email subject lines: What’s Hot, What’s Not
Reading Time: 7 minutesShould you be putting more thought into your email subject lines? Hell, yes. Do you have time to read through a million examples of email subject lines to find best?...
Social Selling is Just ... Selling: A Contemporary Guide
Reading Time: 10 minutesThe average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year,...
[VIDEO] Whiteboard Wednesday: A Formula for ABM Resource Allocation (Katie Bullard)
Today we're going to walk through the four-step formula for deciding how you should allocate your marketing resources towards account-based marketing efforts. It's not the same for every company, and typically it doesn't mean abandoning inbound for ABM. Let's start with the first question: "Do you have a long and complex sales cycle?" This will affect your resource allocation.
7-Step DIY Data Segmentation for Account-Based Marketing
Reading Time: 9 minutesAccount-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. When confronted with the details – database management, segmentation, and content creation –...
What is Intent Data? The Predictive Sales Trifecta
Reading Time: 7 minutesYour prospects are out there right now, hunting for a solution to a problem you can solve. They’re searching online, consuming content, learning about options to relieve their pain, and...